Rethinking Development: Videos for Clients
The Feasibility Study
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The Traditional Feasibility Study: Overview
Overview of the "traditional" feasibility study - the method used by many consulting firms nationwide.
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Ready for a feasibility study?
To have a valid feasibility study, you must first create a major gift prospect list. Here's why...
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Limitations of the traditional feasibility study
The Feasibility Study method used by other firms has serious limitations. Find out what they are--and how NOT to make the same mistakes.
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Feasibility Studies: A Better Way
These aren’t just donors, they’re friends who want to help us do great things. With our radically new method of conducting a feasibility study, you’ll raise more money--a lot more!
Goal Setting
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Setting the Campaign Goal: A Critical Decision
Setting an attainable goal is a decision with lasting consequences. Consider carefully what’s at stake.
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Campaign Preparations: Two Estimates-Income vs. Expense
Feeling a little apprehensive? Launch a campaign, confident that you can reach goal. Here’s how.
Prospecting For Major Gifts
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The Capital Campaign: Is there any value in beginning with a Silent Phase?
Go ahead. Tell the world you're doing something big! The right preparation makes the 'Silent Phase' unnecessary.
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Choosing Which Projects to Fund
Advice on choosing the campaign projects earmarked for funding. Spoiler alert: Projects don’t need to be 'sexy.'
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A Better Way to Fund Endowments
A line item in your capital campaign is not enough to grow your endowment to where it should be! Here’s a better way to fund endowments.
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The Capital Campaign: Choosing Leadership
The right leadership opens doors. Be humble and fearless in asking for help.
Prospecting For Major Gifts
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Introduction to Major Gift Prospecting
As much as 2/3 of a multi-million dollar campaign typically comes from just 10 – 20 donors. Understanding ‘the math’ is central to the entire campaign strategy.
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Prioritizing Major Gift Prospects: Standard Target Codes
Five reasons why you need to create major gift target codes—the single most important piece of information in any database.
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Prospecting for Major Gifts, Part 1: Analyzing Current Donors
Learn to 'mine' your existing data—three criteria to identify major gift prospects 'sleeping' in your database.
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Prospecting for Major Gifts, Part 2: Other Major Gift Indicators
In your efforts to find major gift prospects, think like an investigative journalist. Here’s how we put the pieces of the puzzle together.
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Prospecting for Major Gifts, Part 3: Using Wealth Screening Services
Wealth screening services help you identify major gift prospects in your database. Is it a good investment? Before investing thousands, understand what it can and can’t do.
Final Campaign Preparations
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Estimating and Setting the Campaign Goal
The #1 campaign mistake? Basing the campaign goal solely upon an architect’s estimate. Experienced development pros know goal setting is the result of a back-and-forth process between ‘what you need’ vs. ‘what the prospect list will likely yield.’ Our planning method virtually ensures you set the right goal—and hit it!
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How do you prepare top prospects for a major gift?
Learn the single biggest factor influencing major gifts, and the attitudes and processes that separate the truly great development directors from the rest! Hint: it takes more than a glossy brochure.
Lead Gifts from the Donor's Perspective
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The Competition for Major Gifts
Every development director worth their salt targets the same small, precious group of people capable of making a lead gift. This video examines the ratio of lead-gift-capable donors to the number of charities in a given market. It’s sobering—but sets the context for “why we do what we do.”
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From Involvement to Investment
Nearly all lead gifts have one thing in common. Learn how to get on the 'short list' of charities that get the donor's best gift.
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From Relationship to Friendship
Do you have a mere relationship with donors, or do you treat them as friends? How you think about donors radically changes the way you interact—and the odds of getting the seven-figure gift.
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Lead Gifts Take Time
An overwhelming number of charities compete for lead gifts from a small number of households. So most donors are already committed to other campaigns. Here’s how to earn your place in the queue.
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Three Concerns of Lead Gift Donors
Nearly all lead donors have three concerns. Knowing them will help you create a better proposal—and avoid inadvertent deal-killers.
Campaign Execution
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Asking for the Appointment: Warm Calls
What’s the #1 bottleneck to campaign progress? Getting the appointment! Here are three tips to keep your calendar booked.
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Asking for the Appointment: Cold Calls
Get the appointment even though you only 'kind of' know the person. How you word the opening 20 seconds makes a world of difference.
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Determining an Asking Amount
Some consultants simplistically tell clients "Ask for twice what you hope for." Let us show you a better way to arrive at an intelligent asking amount.
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Ask
Step-by-step: How to ask for the gift.
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Close, Close, Close
What do the best development directors have in common? They take people’s well-intentioned comments and gracefully turn them into action items.
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Work Top Down and Left to Right
To execute a campaign, you need a system that constantly focuses on ‘what matters
Matters of the Heart
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Authenticity
What we might learn from the Mississippi pastor on cable channel 574.
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Love Conquers Fear
So you’re uncomfortable asking? Dig deep. Why do you do what you do?
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Overcoming the Discomfort of Asking
Some people are okay asking others for money, others not. What’s the fundamental difference between the two camps?
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Learning to Tithe
The virtue of generosity brings special graces desperately needed in the life of the Church and contemporary society. A true story.
Instruction Guides
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The Parish Survey: Instructions
Instructions on how to conduct the parish survey.
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